The experience of sales work is very short. One or two years of real estate sales experience, let me experience a different life, especially in the case of Vanke. The baptism under strict and rigorous management has also created my stable and practical work style. Looking back on the past step by step, I summed up the following sales experience:
1, "Persistence is victory"
Perseverance and not giving up easily can lead to success step by step. Although we don't know when we will succeed, what is certain is that we are getting closer and closer to our goal. With tenacious spirit, get twice the result with half the effort. Continuous work will inevitably make people tired. Relaxation is human nature. The most difficult time, stick to it and it will pass. Similarly, in sales, customers raise various objections, give up the opportunity to explain to customers, and customers are lost; A little more persistence and persuasion will make a deal. Often hope lies in one more phone call and one more communication. At the same time, we will persistently learn the relevant knowledge of real estate specialty, so that our excellent professional quality can impress our customers from the heart.
2. Learn to listen and seize opportunities.
I think a good salesman should be a good listener. He can learn all kinds of information about customers by listening, and he shouldn't judge a book by its cover. He should not judge customers easily by his own experience.
This customer is too tricky and insincere, which leads to the loss of some customers. It is necessary to judge their potential thoughts through their words and deeds, so as to grasp the real information of customers and the psychology of buyers, and hit the nail on the head at the right time until the transaction is completed.
3. Maintain long-term enthusiasm and enthusiasm for work.
I believe that hard work will make excellent employees. Therefore, from the moment I entered Yiju Company, I have always maintained a serious work attitude and a positive spirit. No matter what small things I do, I will try my best. To promote my products, we must first be fully familiar with my products, love my products and treat customers with enthusiasm and enthusiasm. Down-to-earth follow-up with customers has made the impossible possible and the possibility a reality, and dribs and drabs of accumulation have created my outstanding performance. At the same time, I maintained the accumulated relationship with old customers. They all fully affirmed my earnest work and enthusiastic attitude, which brought me more potential customers and made my work performance by going up one flight of stairs. This is the biggest gain and wealth I have gained from my sales work, and I am most proud of it.
4. Keep a good attitude.
Everyone has been in a bad state, and an optimistic salesperson will attribute it to the imperfection of personal ability and experience. They regard this as a necessary tempering process, and they are willing to constantly improve and develop in a good direction, while negative and pessimistic salespeople complain about opportunities and luck, always complaining, waiting and giving up!
The fable of the race between the tortoise and the hare is constantly appearing in real life. Hares tend to be opportunity-oriented, while turtles always adhere to their core competitiveness. In real life, just like the end of the tortoise-hare race, people who keep accumulating core competitiveness will eventually defeat those who chase opportunities. Life is sometimes like climbing a mountain. When I was young and strong, I was always alive and kicking like a rabbit. At the first opportunity, you want to jump ship and take shortcuts. I want to give up my rest when I encounter setbacks. Life needs accumulation. Experienced people, like turtles, know the truth of walking at a constant speed. I firmly believe that as long as the direction is correct and the method is correct, step by step, every step is firmly on the road of progress, but they can reach the finish line earlier. If you are lucky enough to get ahead, your luck will run out one day.
I have always insisted on doing what I can do well and making steady progress towards my goal step by step.
The experience of sales work is very short. Second, we are often confused about where wisdom comes from, where to go, how to capture the light of wisdom and find the balance we need at the junction of cost and income. We are often confused about where human power comes from, where it goes, and why we often panic in front of the huge market and have no way to observe it. I think the only way to answer these questions is to study.
Lev tolstoy once said, "A mind without wisdom is like a lantern without a candle." As the saying goes, "It's never too old to learn", which is true. Even though we have taken part in the work, we should not give up learning knowledge. On the contrary, as employees of an enterprise, it is of great benefit to read some books to broaden their horizons and absorb the successful experience of others after their busy work. Smart people are always good at filling their brains with other people's wisdom. This year, we learned the book "Growth" in the whole group and benefited a lot. In the fourth quarter, China Post Equipment Shenyang Company organized a reading craze of "reading one hour a day and one book a month", and our branch's study was also in full swing. The following are some experiences that I have combined with my own work after studying. I hope to share it with my friends and make valuable suggestions.
I. Sales Plan
The basic principle of sales work is to make a sales plan and sell according to the plan. Sales plan management includes not only how to make feasible sales targets, but also the methods to achieve them. Everyone has his own characteristics and methods. The key is to find a set of methods that suit you best.
Second, customer relationship management.
If the customer is well managed, the customer will have sales enthusiasm and will actively cooperate. If customers are not effectively managed, or customer relationship management is rough, the result is that customers' sales enthusiasm cannot be mobilized and sales risks cannot be effectively controlled. Therefore, we must try our best to maintain the customer relationship, pay attention to every detail of the customer, and let the customer feel that you are always by his side.
Third, information feedback.
Information is the life of enterprise decision. Sales people are in the front line of the market, and they know the market trends, the characteristics of consumer demand and the changes of competitors best. This information is fed back to the company in time, which is of great significance to decision-making. On the other hand, the problems existing in sales activities should also be fed back to the company in time so that the management can formulate countermeasures in time. The salesman's work results include two aspects: one is sales volume, and the other is market information. For the development of enterprises, market information is more important. Because the sales volume was yesterday, it has been realized, and what has become a reality cannot be changed; Meaningful market information determines tomorrow's sales performance and tomorrow's market.
Fourth, team fighting capacity.
It is important to play the overall effect of the team. A cohesive team, her fighting capacity is the most powerful and unstoppable. So everyone, no matter which department or business, should always remember that he is a member of the team and a positive one. My actions cannot be separated from the team, and my actions will affect the team. society
In order to continuously consolidate and enhance their combat effectiveness, the team will also be duty-bound to support the positive actions of every salesperson. * * * Work hard together, * * * make progress together, and * * * reap together.
Verb (abbreviation for verb) "There is no small matter in sales"
"Management is no small matter", and excellent managers are also careful leaders. Similarly, "sales are no small matter." Sales should be more cautious and prudent, looking for a win-win rule. Improve in learning, summarizing, practicing, groping and trying.
The above experience, I hope to inspire and help you, and I hope you can make progress with me!
I believe our tomorrow will be better!
The sales experience is short. I am a telemarketer, and I have summed up some successful experiences in my work. Here is a word of encouragement for you, hoping to help you in your future work.
1 first of all, you must explain all the selling points and features of the products to the target customers, so that they can understand what products you are recommending to customers and what you are selling to customers in just a few minutes, so you must practice fluent Mandarin before becoming an excellent telemarketer! Only in this way can customers understand what you are talking about!
2, do telemarketing, no matter what products we do, there will be some preferential or value-added services that can be flexibly controlled by telemarketing. Take the Sheraton VIP card I made before, for example, we will give away free rooms while selling VIP cards; Amount of cash deduction; Red wine rolls and cake rolls! However, the number of orders depends on two points. The first point must be that you should call more. There is nothing wrong with the sentence "Heaven rewards diligence". Call quality must be supplemented by quantity. The second point is to flexibly use these benefits attached to VIP cards, that is, the value-added services mentioned above! For example: Today, I told Mr. Chen about the purpose of our card (50% off for dinner for two people, 10% off for the lowest room rate that night, valid for one year in hotels around the world 132), but I won't tell you the discount of this card (free room; Amount of cash deduction; Red wine rolls and cake rolls) so that you can save one hand when you call next time; This move is also called all is fair in war! When you have time to talk to Mr. Chen for the second time, you will send one of the quotations as bait. If you can't, send the other two, and we must repeatedly emphasize that these offers are specially approved by our Asia-Pacific president. Don't let customers feel that these offers are easy to get!
3, we must persist, dripping water wears away the stone, not a day's work, freezing three feet; This is not a cold day! No matter what you want to succeed in, you can't do without perseverance and persistence!
At the beginning of xx, I entered xx, gave up the computer industry and decided to choose sales (business). At the beginning, my ambition was to exercise the track of independent career, to dare to challenge myself and not be surprised by honor or disgrace! ! ! Faced with difficulties, setbacks, grievances, loneliness and helplessness, I secretly cried for many nights, not asking anyone for help, but looking for a solution! Everything is nothing. What pains me is that no one can really understand me and care about me.
I entered the marketing department with a blank face. To be honest, entering the marketing department is far beyond my expectation. At first, I doubted myself, not ability, but perseverance. Because I know that the marketing department is the busiest, most tiring and hardest of all departments. I'm afraid I can't do this job well, and I'm afraid I'll be lazy. Always remind yourself: I don't have to do this job, but since I have done it, I must do it well. A * * * has done three industries, all of which have no purpose and direction, just like headless flies bumping into each other, looking for some test competition and challenging a limit! Every turning point has a reason, not that I didn't insist, but that I had too much helplessness!
I know that I am a very emotional person, with two sides: hard surface and fragile heart. After reading xx's speech, I was deeply touched, and I also realized my many shortcomings: willfulness, stubbornness, arrogance, self-righteousness, bad temper, cleverness against cleverness, disregard for other people's feelings, and arbitrariness! There are three days in a person's life: yesterday, today and tomorrow. Yesterday was an invoice, today is a bill, and tomorrow is a check! Therefore, we should return to zero, seize today and find our place and value again. Farewell to 1 1 year, and celebrate 1 1 year is a new beginning and a new starting point for re-planning.
Enterprises cannot become Fiona Fang without rules. They should learn to adapt to the culture, ideas and environment of the enterprise and know "survival of the fittest"! ! ! If you want to be in the forefront of others, you must be willing to ask others modestly with a positive attitude: "It is better to take the Wan Li road than to study in thousands of books; It is better to read countless people on Wan Li Road; It is better to be a teacher than to read countless people. " There are people outside and there are mountains outside. We should be teachers everywhere, because when we calm down, everyone has something to learn. Only by being more serious and paying more than others can we see the desired gains. A poem says well: "Everything is human, so everything is life." Quiet is made by heart, and it is natural to take a step back. "The so-called master led the door, practice in the individual. Whether we succeed or not, we should keep a correct attitude, face the result and wake up from ourselves (people argue about anger rather than reason). I also know the ropes.
There are no industries that don't make money, only people who don't make money, nothing that can't be done, only people who can't do it. It is not that you can succeed if you are eager for success, but that you can have Excellence if you are eager for Excellence! There is a road to success, and there is a reason for failure! Learn the advantages of successful people, observe the failures and put an end to their shortcomings! For example, without mountains, there is no plain, without great wisdom, you don't know that you are superficial, you don't know that you are superior without seeing the bad, and you don't know your shortcomings without seeing the good. Therefore, we must be good at summing up ourselves in order to create infinite excitement!
"Meditation is over, gossiping is not about people's mistakes. Those who can bear hardships are people with lofty ideals, and those who are willing to bear hardships are not idiots. Only by respecting the gentleman can you show your virtue, and if you are afraid that the villain is not incompetent, you will get three points. " A short motto can make me realize a style of doing things! Therefore, first of all, we must learn to be a man: "Only when there are people in our eyes and things in our hearts can we achieve great things." As a team in the company, you should learn to mind your own business! Learn to obey and listen to what others say, because obedience is a kind of respect and wisdom for others; This is why we have action, execution and thinking. Only in this way can I have a growing process. I still remember when I was a child, my teacher told me such a story, "I never forget to dig people when I drink water." Yes, whenever and wherever, I should learn to be grateful! Gratitude is a great kindness! Many people's motivation comes from two points: first, they are unknowable about the future and uneasy about the status quo, which leads to constant struggle and continuous efforts; Second, "love" and gratitude are the source of all motivation. It can be said that everyone who has achieved his career is noble, and they are all creating wealth for our country. "The Great Wall of Wan Li is still there today, which shows that Qin Shihuang was" making us think deeply! ! ! Therefore, we should learn to put ourselves in the other's shoes, be silly, be silly and be diligent. As long as we work hard, we will gain something.
Where is the heart, where is the harvest! Only those who have walked know what a road is, and only those who have walked know whether the road is smooth or bumpy. As long as you work hard, iron bars can be ground into needles. No matter what you do, you should consider things from multiple angles, treat the company with the boss's mentality, and learn to do it instead of just explaining and understanding an industry! ! ! At the beginning of life, sex is lazy, when you have an idea? (Do it), when you are in trouble? (learning)! The growth process is a natural law, and it cannot be encouraged by pulling out seedlings. One mountain looks at another, and there is no wood to burn in that mountain!